Want Negotiation Power? Continuously Expand and Exploit Your Value
I turned away a client the other day, the senior vice president of sales for a major manufacturing organization. It could have meant tens of thousands of dollars in potential business for Think!
“You’re problem isn’t negotiation - - it’s a value proposition that’s just too simple. Fix that and most of your negotiation issues will solve themselves,” I assured him. “You’ve got to be willing to find a way to give your customer more than your product’s face value. Otherwise, I can’t help you…”
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